Account Development Representative

About the role

SecureW2 is the leader in cloud‑native PKI and RADIUS passwordless authentication, securing human, machine, and AI agent identities with continuous trust. The company’s products protect network access for large enterprises and prestigious schools. The Account Development Representative will connect with customers in the installed base, identify new business units and unengaged stakeholders, and drive demand for SecureW2’s AI Security and Adaptive Defense platforms.

Responsibilities

• Base prospecting & account mapping: collaborate with Customer Success and Marketing on Tier 1 and Tier 2 accounts to map unengaged buying centers (e.g., SecOps, InfoSec, DevOps, Identity/IdP Admins, adjacent business units).
• Cross‑threading unengaged stakeholders: target contacts who have had no active engagement in the past 90 days to uncover new expansion use cases.
• Drive AI & Adaptive Defense demand: educate existing clients on expanding from static authentication (Wi‑Fi/BYOD) to automated security response, AI agent security, machine identity management, and real‑time threat remediation.
• Strategic multi‑channel outreach: run personalized, account‑based campaigns using email, phone, video, LinkedIn, and warm referral introductions from Customer Success and Account Executives.
• Pipeline generation: book expansion discovery meetings, help customers unlock more value from the platform, and enable cross‑sell and upsell opportunities.
• Leverage modern AI workflows: use tools such as Clay and Claude Code to research account technology stacks, detect expansion signals, and build personalized messaging at scale while maintaining authentic communication.

Requirements

• 2–4+ years of outbound SDR/XDR experience in B2B SaaS, preferably with exposure to cybersecurity, identity management (IAM/IdP), AI security, or IT infrastructure.
• Proven track record of strategic account prospecting, multi‑threading complex enterprise accounts, and penetrating new departments within existing clients.
• Strong interest in AI‑driven cybersecurity tools, threat signal intelligence, and autonomous security workflows.
• Ability to use AI tools for research and workflow automation without compromising genuine human‑to‑human communication (“No AI‑Slop” philosophy).
• Collaborative mindset: work closely with SDR leadership, Account Executives, Customer Success, and Marketing to execute joint account strategies.

Tools & Technologies

• CRM: Salesforce
• Outreach & Messaging: Outreach
• Enrichment & Automation: Clay, ZoomInfo, Apollo, Zapier, large language models (LLMs)
• Ecosystem & Overlap: Crossbeam
• Intelligence & Research: LinkedIn Sales Navigator, Gong / Chorus, RB2B, Vector